Each late spring, The Cannata Report introduces a new class of Young Influencers, highlighting the ongoing emergence of talent in our office technology industry. Last year’s group included professionals aged 38 or younger, featuring a 24-year-old and a 33-year-old president. Over time, many under-40 professionals profiled have advanced into senior roles that now shape the channel. As noted by the editor last year, the fountain keeps flowing.
I would like to broaden this perspective. The true influence of a Young Influencer is less about age and more about the ability to recognize gaps between the industry’s current state and customer needs, and to address them publicly and authentically. While this quality often appears in younger professionals, it is available to anyone committed to developing it.
For those under 40, the environment is more receptive than it may appear. The average U.S. sales manager is 46, and 71% are 40 or older. While this age gap can seem like a barrier, it is actually an advantage. They bring perspectives shaped by different experiences and expectations. Pew Research Center’s 2025 survey found that 63% of U.S. adults aged 18 to 29 are online ‘almost constantly,’ compared to 14% of those 65 and older. Each pattern brings its own strengths to the table: constant connectivity offers fluency in emerging platforms and real-time cultural signals, while a more selective digital presence brings depth, perspective, and the kind of focused attention that others might miss. Senior leaders aren’t waiting to be impressed — they’re looking for insights they haven’t yet considered, and that exchange flows in both directions.
For those with more experience, you have not been left behind. The belief that only younger professionals drive progress is largely unfounded. Experience brings enhanced pattern recognition, which grows over time. Successful dealer principals focus on listening to younger team members and dedicating time to understanding their perspectives. Asking genuine questions about what is clear to them but not yet to you can significantly impact your approach throughout the year.
Add seasoning to the office technology recipe
The skills landscape reflects this dynamic. Within office technology dealerships, what appears to be a generational divide is actually complementary: institutional knowledge on one side and digital fluency on the other. Successful dealers facilitate this handoff intentionally. On the customer side, the decision-maker is often around 50, while those shaping requirements are increasingly under 35. The 2025 Edelman-LinkedIn B2B Thought Leadership Impact Report found that over 40% of business-to-business deals stall due to internal misalignment within buying groups. Engaging both the principal and younger stakeholders increases the likelihood of success.
This calls for a focus beyond annual recognition. While the franchise honors individuals once a year, a “Young Influencer” culture is built through daily actions. This includes dealer principals publicly crediting younger team members, senior leaders inviting junior colleagues into important meetings, and OEMs creating genuine opportunities for professionals under 30. Experienced professionals can also use their platforms to amplify junior voices. These consistent efforts, though not dramatic, have a lasting impact.
Here, experienced professionals play a vital and engaging role. In a market where 94% of B2B buyers used large language models during their buying journey last year, customers have access to polished presentations everywhere. What is rare is a channel that actively develops emerging voices, where mentors and sponsors help bring forward the next influencer. This work is influential and, arguably, the most enduring.
We should continue to celebrate Young Influencers. The recognition is well deserved, and those honored have earned their place. However, we should also broaden our perspective. While the franchise identifies talent, the surrounding culture is shaped by all of us, regardless of age.
That’s how the fountain keeps flowing.
